Context/Scope:
EABL operates within a multi cultural, multinational, multi currency environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorized into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and pushing the product to consumers.
This role is located within the Demand Sales business. The Sales Director is a member of the KBL board of Directors based in Nairobi and is responsible for delivering 100% of KBL’s volume, with key influence on volume/profit, directs sales operation of c.130 people, is office & field based and has key contact with Distributors owners/senior/middle management.
The Sales Director works 60% office 40% field across all regions, long travelling time and frequently away from home overnight. The job holder works within parameters agreed by KBL board and Managing Director, KBL, agrees working parameters with FSM, regional & operations management, is the internal liaison with all EABL/KBL departmental heads and has a high level of cross functional support.
The job holder works closely with CEO’s and senior management of distributors, retail chains, retailers and other major companies.
Leadership Responsibilities:
The Sales Director heads the sales team and is responsible for setting and executing the overall sales strategy to ensure achievement of key performance indicators.
Purpose of Role:
To define and gain Board agreement for the Company sales strategy that achieves effective implementation of the KBL marketing plan. To direct, control, motivate, lead and train the KBL sales operation to achieve agreed sales, distribution, market share and performance objectives through the effective management of both Distributor and Retail sales operations.
To create and manage an organization through which plans and programmes are implemented to the highest standards (Be the Best). To specify the methods, technology and resources by which the KBL sales strategy is to be achieved.
TOP 3-5 Accountabilities:
•Achieve profit, volume, KPI objectives; contribute towards the planning, implementation, review and re-planning of the KBL strategic plan.
•Define clear objectives, tactics and plans to manage the achievement of our sales strategy and the effective execution of the KBL marketing plan.
•Ensure that sales training and personal development programmes are up to date and reflect the needs of individuals.
•Ensure appropriate action taken for Individuals who show potential, people who are in roles for which they are not suited and poor performers as well as complete PMS for each direct report and ensure completion for full sales team.
•To take proactive action to minimize the potential for fraud within the sales division.
•Manage the KBL sales operation through a team of on trade, off trade, operations and commercial management to manage the Distributor strategy to plan and ensure a Distributor audit strategy is implemented by Regional and Distributor management.
•Ensure compliance with safety requirements at the work environment.
Qualifications and Experience Required:
•Bachelors Degree in Business Administration or related field
•Masters degree in Business Administration
•Experienced all round manager with at least seven (7) years senior man-management experience.
•Successful track record with a sound knowledge of both sales and marketing with an excellent understanding of NPD, Distribution, Sales forecasting, Pricing, Advertising and sales promotion, Public relations and Marketing planning and control.
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